Conducting a Thorough Needs Assessment – B2B Sales Essentials℠, B2BSE-4

Session Length: 5-7 hours* | Target: All staff, all Levels | Prerequisites: None | Delivery: taught live strongly encouraged
Conducting an effective needs assessment is the single most important selling skill a sales professional must master. In the limited time he or she has to speak with a prospect, successful sales professionals must ask the right questions in an effective and engaging manner to reveal a prospect’s wants, needs, circumstances, motivations, priorities, pain, and decision-making capacity. This module explores how to keep this process conversational and non-threatening, and will lay the foundation for a long-term customer relationship.
- Topics in Advanced Prospecting include:
- The Prerequisite Skills for Conducting Needs Assessments
- Conducting Effective Questioning Sequences
- Correctly Interpreting Prospect Responses
- Selling at Business and Personal Levels
- Needs Assessment Workshop and Skills Development
- Smoothly Transitioning from Needs Assessment to Presenting Solutions
- *the time differential for this module is based on how much practice is included in the workshop
Latest Leadership Posts
How Much Do You Really Know About Giving People Feedback? Continue Reading
A Four-Dimensional Approach to Better Hiring Decisions Continue Reading
Five Preventable Mistakes We’re Still Making in Video Meetings Continue Reading